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Leasing Consultant Career Guide

What is a leasing consultant?

A leasing consultant primarily serves as a professional negotiator between potential tenants and the property they wish to rent. This could be a residential apartment, a commercial office space, or various other types of real estate. They play a pivotal role in convincing prospective renters of the benefits of a specific property. Their knowledge allows them to provide details about a property, its neighborhoods, benefits, and weaknesses. A consultant’s effectiveness significantly influences a property’s retention rates and financial success.

They serve as potential tenants’ first point of contact. Their ability to communicate effectively and persuasively, giving the most accurate and inviting information about the property, can result in successfully securing new rentals. Essentially, these professionals make the first impression on prospects on behalf of an organization or a landlord, working to shape that image positively. They are valuable to businesses and property owners as they help improve occupancy rates and maintain a steady income from rent.

Duties and responsibilities

The duties of a leasing consultant involve several critical responsibilities. They are tasked with showcasing the property to potential tenants, explaining its features, the lease terms, and the benefits of living or operating in the property’s location. They initiate contact with prospects, organize property tours, and answer questions to provide a complete understanding to the interested party.

These professionals are also responsible for handling lease applications, verifying tenant information, and ensuring compliance with property policies. They are involved in lease renewals, rent collection, and addressing tenant issues or complaints. Additionally, they maintain records of all rental activities and produce regular reports on leasing status to the property manager or owner.

Work environment

As a leasing consultant, you can expect to work in an office setting within the property or properties you’re managing. You will often be required to walk around the property during tours with potential tenants. Additionally, these consultants may need to visit units for inspection or to address tenant issues. When not physically showing properties, the role includes significant desk work, such as responding to inquiries, updating records, and preparing leasing contracts.

Typical work hours

Leasing consultants often work standard business hours from Monday to Friday. However, be prepared for a flexible work schedule as the role may require working during weekends or evenings, particularly when potential tenants are available for property viewings or discussions. Some consultants may also work part-time, especially for smaller properties or in roles where multiple consultants share duties.

How to become a leasing consultant

This career guide section outlines the process of becoming a leasing consultant. Our guide lays out clear steps to prepare you for a successful career in this field.

Step 1: Obtain a high school diploma or equivalent

Graduating from high school or obtaining a GED is the first step. This level of education is often the minimum requirement for entry-level positions in the field.

Step 2: Gain customer service experience

Working in customer service can give you valuable experience in dealing with clients and resolving issues. This experience will be beneficial as consultants often interact directly with potential tenants, helping them solve problems and answering their questions.

Step 3: Pursue higher education (optional)

While a bachelor’s degree isn’t a requirement for all roles, having one in business, real estate, or a related field can give you a competitive edge. Higher education can provide you with expanded knowledge of business and real estate principles, which may be beneficial in your career.

Step 4: Obtain real estate knowledge

Having a basic understanding of the real estate industry is useful for this position. This means knowing about the local property market, understanding property management basics, and being familiar with property law. You can gain this knowledge by self-study, attending workshops, or through formal education.

Step 5: Get certified

Certification isn’t always necessary, but it can boost your credibility in the field. The National Apartment Association offers a National Apartment Leasing Professional (NALP) certification, covering key topics like leasing regulations, resident retention, and marketing. It’s an excellent addition to an aspiring consultant’s resume.

Step 6: Apply for jobs

After acquiring the necessary education, experience, and knowledge, you’re ready to apply for leasing consultant roles. You can look for job openings in property management companies, estate agencies, and real estate firms. Make sure your resume and cover letter highlight your customer service experience, knowledge of real estate, and any relevant certifications.

Step 7: Continue professional development

Once you’ve secured a job, it’s important to keep up with industry trends and changes in property law. You can attend workshops, take additional courses, or earn further certifications. Continuous learning and professional development will help you progress in your career.

How much do leasing consultants make?

Leasing consultant salaries will vary by experience, industry, education, location, and organization size. Unique factors that impact compensation include the quality and location of the properties they work with and the competition in the local real estate market.

Highest paying industries

  • Real Estate – $56,700
  • Property Management Companies – $55,900
  • Insurance Carriers – $55,500
  • Architectural and Engineering – $53,800
  • Legal Services – $52,000

Highest paying states

  • California – $61,720
  • New York – $60,320
  • Massachusetts – $59,760
  • Washington – $58,280
  • Colorado – $57,540

Browse leasing consultant salary data by market

Types of leasing consultants

Below, we explore common career types and areas of specialization for leasing consultants. This section provides an overview of these roles, outlining their key responsibilities and the professional environment in which they are commonly found.

Residential leasing consultant

A prominent role in the real estate sector is that of a residential leasing consultant. These professionals often work for apartment complexes, condominiums, and other residential properties. They are responsible for showing available units to prospective residents and explaining the terms and conditions of leasing agreements. Excellent communication skills and customer service aptitude are essential in this role. Additionally, they might have to address tenant issues and ensure the property meets the needs and expectations of tenants.

Commercial leasing consultant

On the other hand, commercial leasing consultants are active within the business real estate sector. They typically handle the leasing process for office buildings, retail spaces, and other commercial properties. These professionals may deal with corporate clients and small business owners, negotiating lease terms and ensuring that properties meet the needs of businesses. In-depth knowledge of commercial real estate market trends is a vital aspect of this job.

Luxury property leasing consultant

Working with high-end properties involves another specialized role for leasing consultants. Luxury property leasing consultants handle leasing activities for upscale residential and commercial properties. Their clientele often has specific and high-end needs, which requires a solid understanding of luxury real estate market trends and customer service excellence. A sharp eye for detail, an understanding of luxury amenities, and the ability to engage with discerning clientele are important in this role.

Lease renewal consultant

Sometimes, a leasing consultant might specialize in lease renewals. Lease renewal consultants focus on renegotiating terms with existing tenants, aiming to keep occupancy rates high. This role involves a great deal of customer service as they must address any concerns or issues the tenant might have, which often influence their decision to renew. Familiarity with lease agreements and good negotiation skills are key to success in this role.

Top skills for leasing consultants

This career guide section outlines the skills and abilities that will help you find success as a leasing consultant.

Communication skills

Being articulate and clear in communication is fundamental in this role. Since you’ll be dealing with property owners, agents, and tenants, expressing information accurately, negotiating effectively, and building healthy relationships is vital. In this profession, your interpersonal skills can significantly influence your success.

Knowledge of leasing regulations and property market

Having a firm grasp on leasing laws and market trends will give you an edge. Being familiar with the ebb and flow of the property market and the intrinsic nuances of leasing can help solve problems smoothly and make informed decisions. This knowledge provides you with credibility and instills trust in your clients.

Sales and marketing abilities

Your role entails selling or leasing a property, so understanding the basics of sales and marketing is imperative. You’ll need to develop and implement strategies that attract potential clients, compel them to view the properties, and persuade them to seal the deal. This includes digital marketing skills like posting attractive property listings online, highlighting properties’ unique features, and using persuasive language in your pitches.

Problem-solving skills

Issues concerning landlords, tenants, or the properties themselves will undoubtedly arise in the property leasing process. The ability to assess these situations objectively, analyze alternatives, and implement solutions is essential. This skill also includes handling disputes and disagreements effectively and professionally.

Administrative skills

This job involves administrative duties such as managing leasing documentation, maintaining records, scheduling property viewings, and processing applications. Organizational skills, attention to detail, and comfort with paperwork and digital records will go a long way in keeping you on top of your responsibilities.

Leasing consultant career path options

As a leasing consultant, the future career path is often upward into more senior roles within the property and real estate industry. The journey usually involves gaining expertise, knowledge, and experience in the field.

Starting as a consultant, you work with potential tenants, helping them understand the leasing process, showcasing property, and facilitating agreements. Once you have gained adequate experience and demonstrated your proficiency in these areas, you have a range of opportunities available for career progression.

One possible route is a management role, such as a property manager or leasing manager. These positions involve more responsibility, including overseeing a team of consultants, coordinating maintenance, managing budgets, and implementing promotional strategies to maximize occupancy rates.

On further progression, you could consider broadening your skill set and moving into related roles such as real estate sales agent or real estate appraiser. These positions offer new challenges and can be a great way to leverage your understanding of property values and market trends.

With sufficient experience and qualifications, you might also explore higher-level opportunities such as a real estate broker or property development manager. These roles require a deep understanding of the real estate market and investment strategies, but they also offer greater earning potential and the chance to make strategic decisions that have a significant impact on a company’s success.

In recent years, the professional world has increasingly valued efficient, personalized service, which significantly impacts those in leasing consultancy. Prospects and tenants now desire a seamless, convenient experience, which has propelled a major shift toward digitalization in this field. Adding to this, a continuing interest in urban living and multi-family housing continues to expand the job opportunities in this sector. To stay competitive, leasing consultants have been adapting, harnessing the power of technology to facilitate virtual tours, online leasing, and digital payments, among others.

On the other hand, despite the rise in technology, the human factor remains essential in this profession. Soft skills such as interpersonal communication, empathy, and problem-solving are becoming even more important as they differentiate excellent consultants from just the competent ones. Many are investing time in improving their customer relationship management skills. Additionally, sustainability and green living are increasingly important to tenants, and those who can provide expert advice are highly sought after.

Employment projections

According to the U.S. Bureau of Labor Statistics, employment for property, real estate, and community association managers, which includes leasing consultants, is projected to grow 3 percent through 2031. While this is slower than the average for all occupations, job opportunities should be best for those with a bachelor’s degree in real estate, business, or a related field and those with professional credentials.

Leasing consultant career tips

Stay up to date with real estate market trends

While not every consultant will work in real estate, having a hand on the market’s pulse is still helpful. Familiarize yourself with the latest news, predominant trends, and key players in your area or where you want to conduct your business. This information can inform your strategies for attracting potential tenants and negotiating leases.

Understand the needs of potential tenants

The ability to understand and meet the needs of potential tenants is fundamental. Knowing what potential tenants are looking for in a rental property, from location to amenities, can give you an edge when marketing properties or negotiating leases. Experience and knowledge in customer service can be beneficial in this area.

Sharpen your negotiation skills

Negotiation is a key skill in the leasing industry. The better your negotiation skills, the better the deals you can secure for your clients. Consider taking classes on negotiation or reading books on the subject.

Build a professional network

Building a professional network is important for career advancement. Networking with other professionals can open doors to opportunities, partnerships, and valuable insights regarding the market. Here are a few associations to consider joining:

  • National Apartment Association
  • Institute of Real Estate Management
  • Property Management Association

Focus on continuous learning

Continual learning is essential in a field that’s so closely tied to market conditions and trends. Here are a few suggestions for continuous learning:

  • Stay updated with trends by reading real estate publications and following industry blogs
  • Attend seminars and conferences relating to property management
  • Consider further education options, such as a property management certification

Where the leasing consultant jobs are

Top employers

  • AvalonBay Communities
  • Greystar Real Estate Partners
  • Equity Residential
  • CAM Properties
  • Lincoln Property Company

Top states

  • California
  • Florida
  • Texas
  • New York
  • Illinois

Top job sites

  • zengig
  • Indeed
  • LinkedIn
  • SimplyHired
  • ZipRecruiter


What skills are beneficial for a leasing consultant to possess?

They often work face-to-face with potential and current tenants, so strong interpersonal and communication skills are beneficial. Organizational capabilities, a knack for sales and marketing, and a basic understanding of property management systems are also helpful.

Do leasing consultants need any specific qualifications?

While some employers may require a bachelor’s degree in business, marketing, real estate, or a related field, others only require a high school diploma or equivalent. Often, prior experience is highly valued for this role. Some states may also require leasing consultants to be licensed real estate brokers.

What does a typical day like for a leasing consultant?

Their daily tasks involve showing available properties to potential tenants, answering inquiries about leases and terms, providing information about the property and local area, preparing and negotiating lease agreements, and addressing tenant complaints or issues. It’s a role that combines customer service, sales, and administration tasks, which can lead to a varied and interesting workday.

What are some typical challenges faced by a leasing consultant?

They often juggle numerous tasks and must meet leasing targets. Dealing with difficult tenants can be another challenge, as can mediating between tenants and property owners in disputes. Maintenance issues may also fall under their purview, requiring them to coordinate with service providers to resolve these problems. In addition, the role can entail weekend and evening work to accommodate prospective tenants’ schedules.

Are there specialty areas for leasing consultants?

While the role can be broad, there are opportunities to specialize in different property types, such as residential, commercial, or industrial. Within residential property, for example, there can be specialties like luxury apartments or historical buildings. Depending on the employer, there might also be opportunities to focus on marketing, sales, or tenant relations aspects of the role.

What’s the most rewarding part of being a leasing consultant?

Many find helping people find a suitable place to live or work quite rewarding. There’s an element of satisfaction in matching prospective tenants with their perfect property. Plus, if they’re working on commission, there can be financial rewards for successful leasing. Ultimately, they often function as key parts of a vibrant community, making the role socially engaging and fulfilling.

Is there room for career advancement as a leasing consultant?

Absolutely. They can advance to roles like leasing manager, property manager, or regional manager. They might also transition into other roles within the real estate and property industries, such as sales or brokerage. Pursuing further education or certifications can enhance opportunities for advancement. Experience in this role can also provide advantageous skills for owning and managing personal real estate investments.

Do leasing consultants typically work full-time or part-time?

Positions can be both full-time and part-time, depending on the employer’s needs. Some properties may require a full-time consultant to manage their property, while others may only require part-time help. Additionally, the role might require working outside traditional office hours, especially when showing properties to prospective tenants.

What characteristics make someone successful as a leasing agent?

Success can depend on a mix of personal attributes and skills. Strong social skills, an ability to communicate clearly and convincingly, and a service-oriented approach can benefit greatly in this role. Also, problem-solving skills can help when dealing with tenant issues or concerns. Solid sales and negotiation skills can also play a large part in hitting leasing targets and making the role profitable.

What is the job outlook for leasing consultants?

The job outlook is often closely tied to the real estate market and the economy at large. When the market is doing well, there are more leasing opportunities as more properties are built. At the same time, if the economy is doing poorly, people may be more likely to rent rather than buy, which can also increase demand for leasing consultants.